Increasing Sales Workshop

A two-day workshop for your Sales Team. Created to maximum retention of your team and maximum bang for your buck!

Sales by 5 recommends the following training segments provided over a two-day period:

Day 1
Session 1: 10:00 – 11:30 AM

White board hurdles and get to know each other (15 minutes)

Sales and Relationships: The Same Rules Apply – The focus of both sales and building relationships is the transfer of trust. Employees learn the language that sells and produces trust faster and more effectively and behaviors that un-sell in sales, dating and at home.

Feel – This segment focuses on how we make people feel during transactions. Examples of poor, average and excellent customer service are demonstrated live and via video.

Presentation skills – We teach the 5-7 min communication dance, the 10-second pitch and Just Listen.

Break: Go and use the training / Erik observes sales team

· Session 2, Working lunch: 12:00 – 1:15 PM

Autopsy – what worked and what did not

Developing pitches that sell

Interactive session – This highly effective training breaks team into groups of three where members rotate through the role of salesperson, customer and observer in two rounds. This session is disarming, humorous and highly educational. Retention is outstanding.

Break: Go and use the training / Erik observes sales team

· Session 3: 2:45 – 3:45 PM

Autopsy – what worked and what did not

Asking the right questions – During this exercise employees learn to ask questions that inspire genuine interest and have the highest odds of closing sales. Employees also learn to avoid asking questions that un-sell or do not provide value.

Break: Go and use the training / Erik observes sales team

Day 2
Recap of Day 1 and personal usage of the “Feel and Just Listen techniques” at home: 10:00 AM

· Session 1: 10:15 – 11:00 AM

Eliminating the competition – Development of wedges for a competitive situation

Break: Go and use the training / Erik observes sales team

· Session 2, Working Lunch: 12:00 – 1:45 PM

Autopsy – what worked and what did not

Video introduction to Strengths – A team building session that shows a team and its leader where everyone can depend on each other the most and least.

· Break

· Session 3: 2:00 – 3:30 PM

How to nurture leads and track success and opportunities – Learn how to keep up with people and build relationships that jump start sales, follow-ups and the best times to call or make contact.

Weekly follow-up phone meeting with the sales team (to uncover hurdles). This meeting can be broken into two groups as needed. Estimated meeting time is less than one hour with 2 groups x 4 weeks.

Unlimited e-mail Q&A to Erik

Weekly update discussion with Salesby5. (15) minutes or less covering changes, what is working and what is not.

3. Tools Provided

Salesby5 will provide a 1 page cheat sheet for each session. This take away will allow each participant to have tools from each session available for the long-term. In addition, the slides used for the presentation will be provided. Tools include:

The right questions diagram and stimulus

Huddle format and top 3 tablets for each person

Strengths sheets for team building exercise and (3) worksheets that help decipher these strengths

Videos, cards and instructions for future employees to also have content for the team building sessions.